From Intermediary Relationship to Multiple Relationships - Option of Developing the Network Position in the Internationalisation Process : an Exploratory Study of a Polish Food Company

• Authors: Małys Łukasz , Fonfara Krzysztof
• Languages of publication: EN

Abstracts

EN

Traditionally, the internationalisation process of a company has been analysed from the perspective of entering foreign markets. Currently, it is often analysed within the so-called network models, which take into account the importance of business relationships. The process of entry is not understood as a process of entering a foreign market, but a process of entering a network of business relationships on a foreign market. Insidership in such networks is necessary for successful internationalisation. Being an insider in the network means having a certain network position. The aim of the paper is to identify based on a pilot study the possible way of building network position on foreign markets by Polish food companies. The paper will present a picture of one company, focusing on its operations on German market since the entry in 2006. The researched company started building network position on foreign markets by developing a strong relationship with one actor, who acted as key intermediary with the market. As a result of major change in the business environment, the company decided to revise the strategy and develop a number of weaker links with various actors. The paper presents a number of questions which raise from a pilot study and require further investigation.

Keywords

EN

Internationalization; International networks; Chain stores; Pilot studies

• Publisher: Uniwersytet Warmińsko-Mazurski w Olsztynie
• Journal: Olsztyn Economic Journal
• Year: 2019
• Volume: 14
• Issue: 2
• Pages: 209-221

Contributors

author

Małys Łukasz

• Poznań University of Economics and Business

author

Fonfara Krzysztof

• Poznań University of Economics and Business

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Identifiers

DOI

10.31648/oej.3972